January 20, 2009

8 Way to Get C-Levels and Gov’t Exec’s to Start Spending in this Depression

Right now corporate and government officials are keeping spending and capital investments to minimum because they mostly feel it’s not right to spend now.In a year or two this depression will be a memory 99% of all will be doing business as usual.This means that between now and then they still have to produce - spend to survive.This is your opportunity.Find out what’s really important.Then you’ll know what they will spend money on and you may be able to get them to spend with you.

So here are 8 steps to get them to open their wallets.

1.Network to key executives and decision makers to find out what’s important now for survival.

2.Open your thinking.They may tell you things that you can’t help with, but if you open up your mind, you may see new opportunities that extend your solution portfolio.

3.Wave their magic wands.Ask them to creatively and openly think about what they would spend money on now if there was no depression, or they had tons of capital available to them

4.Be creative yourself.If they can’t think of anything, or only mention a few, throw-out ideas you feel they should be thinking about and see if they feel the same as you.What you’re trying to do is understand their path to success.

5.Up and out is my motto.Be sure to do the above with all the key staffers and executives.The more key executives you talk with the more you’ll learn and the real story will evolve.

6.Get to the profit-center leader (PCL) or the ultimate funds releaser for government - and it’s not the CFO or comptroller.Conduct the interview in the same manor as above similar questions about concerns, what would s/he do, magic wand, etc.

7.Wrap-up all your conversations with you’d like to review it with other experts in your organization and put together an information piece. Ask if s/he would be interested.

8.Do this process with your best customers.Even if you met with someone last week, set up a new meeting. The more people you interview, the more you’ll see the real story evolve and this is what will show you the path to their pocketbook.